The Negotiator’s Grimoire

The major work of The Soft Skills Laboratory: sixty-three chapters that build a complete architecture of strategic positional negotiation, from reading interests, information and power to time, reputation, biases, choosing your tables and knowing when to finish. With narrative prose and an extensive academic foundation, Ricardo Petrissans brings together negotiation, decision-making, psychology, strategy and organisational learning without reducing them to recipes, and trains the negotiator’s strategic judgement: what to watch, what to protect, when to advance, when to wait and when to say no.